Job Description

Description :

Founded in 1925 and headquartered in Akron, Ohio. Smithers is a multinational provider of testing, consulting, information and compliance services. With laboratories and operations in North America, Europe and Asia, Smithers supports customers in the transportation, life sciences, packaging, materials, components, consumer and energy industries. Smithers delivers accurate data, on time, with high touch by integrating science, technology and business expertise, so customers can innovate with confidence.

The Medical Device Testing (MDT) division was established to offer focused support to the needs of the innovative and thriving medical device and combination drug product industries. Over the past two years, both the UK and US teams have invested heavily in additional Scientists and new instrumentation to increase capacity and broaden the expertise for client support with world-class capabilities.

Due to this increase investment and continued success, we are looking for a Business Development Manager to support our business development agenda. This is a pivotal role within our Sales Support Team, reporting into the Vice President.

Job Purpose/Objectives

The Business Development Manager serves as the commercial representative for Smithers MDT and is directly responsible for planning, directing and executing an industry based field sales strategy; delivering profitable sales growth; and visiting clients face-to-face to build trusted relationships and customer loyalty.

This individual will embody a strong personal character coupled with broad business acumen and technical aptitude vital competencies essential to navigating complex and dynamic market conditions. Major responsibilities include generating an accurate funnel, delivering wins, and driving growth in all categories of customer facing product portfolios within the medical and pharmaceutical service lines.

Main Duties and Responsibilities

• Primary objective is driving orders and establishing market share dominance for the Smithers MDT medical and pharmaceutical service lines
• Demonstrates expertise in selling 3rd party testing services and aptitude to comprehend complex science-based issues specific to a variety of industries
• Engages existing as well as prospective clients through face-to-face interactions with a heightened emphasis on new, prospective client engagement
• Creates a culture of competitiveness and winning; sets a high bar for competitive account conversions
• Sets the strategic direction for key accounts; prioritises and builds successful account plans, competes to secure maximum portion of annual spend
• Fosters a collaborative selling culture inclusive of peers, marketing personnel as well as Subject Matter Experts (SME)
• Uses sales metrics and reporting tools to drive new growth and enhance team performance
• Utilises CRMS systems to track opportunities; embraces Sales Job Aids for opportunity management
• Adheres to The Smithers Tenets of Sales: 1) Prepare for Customer Engagements; 2) Assess Opportunities; 3) Management Strategic Accounts; 4) Forecast the Business
• Adopts Customer Centric selling behaviours and philosophies
• Communicates and work to resolve Client Satisfaction concerns
• Develops Sales Section of Operations Plan for Accounts and Industries
• Identifies trends in the marketplace; communicates competitive situations at Clients or within industry
• Promote and market services through participation at conferences, seminars and exhibitions
• Travel to customers, conferences, and laboratories as needed for business development, up to 40%

The position requires a team player with excellent communication skills that thrives in a team-based environment and applies a customer-centric approach to problem resolution.

As a global employer, we offer a generous benefits package to all our employees incorporating private healthcare, pension, 25 days annual leave plus Bank Holidays per annum as well as flexible working hours, which include an early finish on Fridays.

Smithers MDT Ltd is an equal opportunities employer

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